Sign in
10 value streams · 34 processes

Sales

Every process a sales department runs, written down step by step. They are grouped into value streams, which is how the department divides its own work. Open a stream to read the processes in it.

The value streams
Accounts
Account-to-Plan
A run starts when an account is named as one worth a plan of its own: a target account from a territory carve, an existing customer the company wants more of, or an account leadership has…
Processes inside
  • Map the People at an Account
  • Research an Account
  • Review the Account Plans
4 processes
 Outbound
Prospect-to-Meeting
A run starts when somebody decides to reach people who have not asked to hear from us: a list built from a territory, the accounts named in a plan, or a trigger somebody noticed.
Processes inside
  • Book the Meeting
  • Build a Prospect List
  • Run an Outbound Sequence
4 processes
 Qualifying
Inquiry-to-Qualified
A run starts when an inquiry lands with an owner: a form somebody filled in, a trial they started, an event they came to, a referral from a partner.
Processes inside
  • Answer an Inbound Inquiry
  • Qualify an Opportunity
  • Return a Lead to Nurture
3 processes
 Discovery
Discovery-to-Solution
A run starts when a qualified opportunity has to be understood before anything can be offered.
Processes inside
  • Provide a Reference
  • Record the Requirements
  • Run a Discovery Call
5 processes
 Proposals
Solution-to-Proposal
A run starts when the shape of a solution is agreed and somebody has to turn it into an offer.
Processes inside
  • Answer a Security Questionnaire
  • Configure and Price
  • Respond to an RFP
4 processes
 Closing
Proposal-to-Signature
A run starts when an offer is in the buyer's hands and ends at a signature or a decided loss.
Processes inside
  • Negotiate the Agreement
  • Record a Lost Deal
  • Review the Redlines
4 processes
 Handover
Signature-to-Handover
A run starts at signature and ends when somebody other than the seller owns the relationship.
Processes inside
  • Book the Order
  • Hand over to Delivery
2 processes
 Renewals
Customer-to-Renewal
A run starts well before an agreement ends, on a clock the agreement itself sets.
Processes inside
  • Close a Renewal
  • Open a Renewal
  • Work a Churn Risk
3 processes
 Expansion
Account-to-Expansion
A run starts when there is reason to believe an existing customer should be buying more: usage against a limit, a new team adopting what they have, a product they do not own, a change in…
Processes inside
  • Open an Expansion Deal
  • Spot an Expansion
2 processes
 Commitment
Pipeline-to-Commitment
A run starts on the forecast cadence and ends when a leader commits to a number.
Processes inside
  • Commit the Number
  • Inspect a Deal
  • Run the Forecast Call
3 processes